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An effective recruiting process is the cornerstone of an effective staffing system. Conversely, if recruiting fails to attract enough qualified applicants, none of the other components of the staffing system can function properly.
While the revenue side of a selling organization is important, of equal importance is costs. In fact effectively managing costs distinguishes a thriving business from one that struggles.Another aspect of effective salesforce management include managing sales people performance. Performance evaluation provides a forum for meaningful discourse between the sales associate and the sales manager and orchestrating a plan for future professional development and performance success. However, in order to effectively conduct a performance evaluation it is mandatory that sales managers have a comprehensive understanding of the myriad of performance measures congruent with the particular selling situation.
Read chapters 11, 12, and 13 in your textbook.
We know that the use of selling teams, sometimes including both salespeople and others from the firm, to accomplish relationship selling is common practice today. As with individual salespeople, the success of these teams depends, in part, on the reward system used to motivate and recognize performance. How would you develop a compensation plan that motivates members of a selling team? How can you ensure the plan is fair for everybody involved?
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